Job Description
SBU Head – Cybersecurity Sales

Department: Sales & Marketing - Cybersecurity
No. of Positions: 1
Location: Mumbai / Bangalore
Reporting To: Managing Director
Direct Reports: Cybersecurity Sales Team, Presales/Technical Security Team and associated support functions

Job Description:
1. Business & Revenue Ownership
Own the overall Cybersecurity SBU revenue and profitability across PAN India.
Be responsible for achieving the annual cybersecurity business target of INR 80-100 Crores .
Develop annual, quarterly and monthly revenue plans aligned with organizational business objectives.
Drive predictable and sustainable revenue growth through new customer acquisition, account expansion and cross-selling.
Monitor SBU profitability, gross margins, deal economics and contribution margins.
Identify opportunities to increase wallet share within existing accounts.
Develop strategies for recurring revenue through managed security services, subscriptions, renewals and annual contracts.
Ensure revenue achievement is supported by healthy collections and commercial discipline.
2. Cybersecurity Sales Strategy
Develop and execute a comprehensive PAN India Cybersecurity Sales Strategy .
Identify high-growth cybersecurity segments and prioritize them based on market demand and business potential.
Define the SBU's go-to-market strategy covering various verticals such as Enterprise, Mid-Market, SMB, BFSI, Manufacturing, Education, Government/PSU, IT/ITES and Other strategic verticals
Develop account acquisition strategies for strategic customers.
Establish a structured approach for hunting, farming and account expansion.
Identify emerging cybersecurity technologies and convert them into commercially viable offerings.
Create solution bundles combining cybersecurity products, professional services and managed services.
Develop competitive strategies around pricing, technology, capabilities, certifications, implementation expertise and service differentiation .
Establish sales methodologies, qualification processes and opportunity governance for the SBU.
3. Sales Leadership & Team Management
Lead, mentor and develop the Cybersecurity Sales and Presales/Technical teams.
Manage and drive performance of 10+ sales professionals and 10+ cybersecurity technical/presales professionals .
Define individual KRAs, targets and measurable performance metrics.
Conduct regular one-on-one reviews, pipeline reviews and performance discussions.
Build a high-performance sales culture focused on new customer acquisition, pipeline creation, conversion, Revenue achievement, Gross Margin, Customer retention & Collections, etc.
Identify skill gaps and implement structured training and development programs.
Coach sales managers and account managers on enterprise selling, negotiation and solution positioning.
Build succession plans and develop future sales leaders.
Take corrective action where performance is consistently below expectations.
4. Pipeline & Forecast Management
Own the complete cybersecurity sales funnel from lead generation to order closure and collections .
Ensure sufficient pipeline coverage against annual and quarterly targets.
Establish minimum pipeline coverage ratios for the team.
Conduct weekly pipeline and forecast reviews.
Track new leads,



qualified opportunities, opportunity value, sales stages, probability, expected closure, competitor, decision maker, next action & expected billing.
Ensure all opportunities are accurately updated in CRM.
Maintain reliable monthly and quarterly sales forecasts.
Identify pipeline gaps early and initiate corrective action.
Establish deal review mechanisms for large and strategic opportunities.
5. Enterprise & Strategic Account Management
Personally manage and develop relationships with key CXO-level stakeholders and strategic customers.
Build relationships with CIOs, CISOs, CTOs, IT Head, Information Security Heads, Procurement Heads, Business Heads, etc.
Develop strategic account plans for high-value customers.
Identify opportunities for cross-selling and upselling across the complete cybersecurity portfolio.
Drive multi-year contracts and strategic engagements wherever commercially viable.
Participate in critical customer meetings, presentations, negotiations and closures.
Act as an escalation point for strategic cybersecurity customers.
6. Cybersecurity Solution & Portfolio Management
The SBU Head will be responsible for developing and driving the organization's cybersecurity solution portfolio across areas including Network Security, Endpoint Security, Data Security, Email Security, Identity & Access Security, Application & Cloud Security, Security Assessment & Services, etc.
The SBU Head will continuously evaluate the portfolio based on market demand, customer requirements, competitive landscape, OEM capabilities and revenue potential .
7. OEM & Vendor Management
Build and maintain robust relationships with strategic cybersecurity OEMs and technology partners.
Develop joint business plans with key vendors.
Drive vendor-led revenue growth and joint GTM initiatives.
Ensure the organization maintains appropriate certifications and partner competencies.
Develop joint account mapping with OEMs.
Conduct regular business reviews with strategic vendors.
Evaluate and onboard new cybersecurity technologies where there is a clear business opportunity.
Ensure vendor dependency does not adversely impact customer relationships or business continuity.
8. Channel & Partner Development
Identify and develop strategic channel partners, system integrators, consultants and technology partners.
Build a cybersecurity partner ecosystem to expand geographic reach.
Develop referral and co-selling relationships.
Create partner-led opportunity generation programs.
Establish partner enablement programs covering cybersecurity solutions and services.
Monitor partner performance and contribution to revenue.

9. Technical Team Coordination:
Ensure close alignment between Sales and Technical teams.
Establish clear processes for requirement discovery, solution design, BOM creation, Technical presentations, POCs, Demos, RFP/RFQ responses, Technical proposal, etc.




Review large and strategic solution proposals before submission.
Ensure proposed solutions are technically viable and commercially sustainable.
Bridge the gap between customer business requirements and technical cybersecurity solutions.
10. New Business Development
Develop a structured new-logo acquisition strategy for cybersecurity.
Identify target accounts and high-potential markets.
Build a strong prospecting engine through CXO connects, Field meetings, Events, Webinars, OEM campaigns, Partner referrals, Digital campaigns, Account-based marketing, etc.
Establish monthly field-call and customer-engagement targets.
Personally participate in strategic prospect meetings.
Develop relationships with prospective customers before active procurement cycles.
Drive large-ticket cybersecurity opportunities from identification through closure.
11. Cross-Selling & Account Expansion
Leverage the organization's existing customer base to create cybersecurity opportunities.
Work closely with other SBUs / Business Leaders / Regional Heads.
Identify cybersecurity opportunities within existing accounts.
Create cross-SBU selling motions.
Develop bundled solutions combining cybersecurity with cloud, infrastructure and managed services.
Establish account penetration targets for strategic customers.
12. Marketing & Demand Generation
Work with the Marketing team to develop cybersecurity-focused campaigns.
Define annual cybersecurity marketing priorities.
Develop campaigns around key cybersecurity solutions and industry challenges.
Participate in Cybersecurity events, CXO roundtables, Webinars, Workshops, partner events, customer awareness programs, etc.
Collaborate with OEMs for joint marketing initiatives.
Ensure marketing-generated leads are properly qualified and converted into opportunities.
Build the organization's cybersecurity brand presence in the market.
193. Strategic Business Development
Identify new cybersecurity business opportunities, markets and technologies.
Evaluate opportunities to launch new cybersecurity services.
Develop recurring revenue models.
Identify opportunities for managed security services and subscription-based offerings.
Explore strategic alliances and partnerships.
Develop long-term plans for making the Cybersecurity SBU a significant contributor to overall company revenue.
Present strategic recommendations and investment requirements to the Managing Director.

Candidate Profile:
1. Educational Qualifications
Bachelor's degree in Computer Science, Information Technology, Cybersecurity, Information Security, Electronics or related field.
MBA/PGDM in Sales, Marketing or Business Management will be an advantage.
Cybersecurity certifications such as CISSP, CISM, CISA, CEH, CCSP or relevant OEM certifications will be an advantage.
2. Experience
12–18 years of overall experience in IT/Technology sales.
Minimum 6+ years of experience in Cybersecurity Sales .
Minimum 5 years of sales leadership/management experience .
Proven experience managing a team of 10+ sales and/or presales professionals .
Strong track record of achieving large cybersecurity sales targets.
Experience managing PAN India enterprise accounts will be preferred.
Strong experience in enterprise cybersecurity solution selling.

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